Advertising Sales Lead Generation and Canvas Management

Yellow Magic understands that the preparations made before the canvass are often as important as the canvass itself–and that each publisher prefers a system that meets the needs of its sales organization and its unique sales practices. We automate and simplify the tasks necessary to create sales leads, provide a fair and equitable market break, and send the sales team out prepared with the most accurate and current lead information. When the sales reps return, Yellow Magic tracks the sales and paves the way for fast and efficient contract entry.Up-to-the-minute sales reporting is at your fingertips; so you'll always know what your goals are and how close you are to obtaining them.

Before you begin, you create a table of your company's sales representatives and establish their commission structures. Yellow Magic's commission screens are both versatile and comprehensive. Each sales rep can have a unique commission plan. For instance, you can enter individual sales goals, a base commission rate, and different commission levels based on new, increased, or decreased contract rates. You can also hold commissions until certain conditions are met, such as the receipt of required deposits, and you can build commission reserves to use for charge-backs, should they occur. Taking the commission structure a little further, you can automatically include additional commissions when contract prepayment is received or when the sales rep enrolls a customer for automatic payment yellow page sale begins with a lead.

Yellow Magic's comprehensive Lead Generation System provides maximum control and simplicity, automating what would otherwise be a monumental task.Start by importing lead information, or by keying in the information. Yellow Magic is already programmed to import listing data from a variety of vendor formats. When you import lead data, the source tape listing and advertising information is combined into a single free-listing file created specifically for the new book issue. When you have multiple source books, you could have multiple versions of the same listing. Yellow Magic assists with identifying and cleaning up duplicate listings and associating accounts which can be worked in one sales call, increasing the productivity of your sales reps.

When you are ready to create your lead packets, define the packets using your company's market break criteria. You can create one set of company-wide packet definitions or you can change the packet definition for each book. Each packet is assigned a packet type, which is used to quickly identify the packet contents. Each type represents a range of values that you assign. Non-revenue packet ranges represent the value of advertising purchased in the source book. Revenue packet ranges represent the value of advertising purchased in the previous issue of your book. When you define the packets, you also control the packet size. The program applies the market break ranking criteria that you create when you establish the priority, using several variables—contract value, sales rep, user defined area, last year's contract date, city, state/province, carrier route, or postal code. Once the packets are defined, the system does the rest! Extensive lead reports provide packet summary and value reports. Throughout the canvass you can edit and create single packets, as necessary. Maintain control of your information using the Workflow Control feature to track contracts and lead accounts through the publishing process. Tracking begins with the assignment of the contract. When the contract is returned and retired,Workflow Control follows its progress through the production cycle. You may also use contract bar-coding to make tracking possible with just the swipe of a wand. Track the success of your canvass using a variety of sales reports designed to keep all the important sales information within your reach. In addition to the extensive lead reporting, Yellow Magic allows you to produce reports on the remaining workload and on sales goals and averages. Gather reports for one sales rep, a sales team, or a variety of other sort options.

When it comes to lead generation and the management of a sales canvass, no one does it better than you with Yellow Magic.

Next Page: Contract Entry

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